On today’s episode of The Weekly Boost we’re talking to all-star real estate agent Guy Migues, who was able to close 30 transactions in just his first year in the business. Guy works with Dream Home Realty in Lafayette, Louisiana.
Too many realtors make the mistake of taking advice from people who haven’t done what they want to do or letting negative self-talk and advice hinder their success. Here’s one agent who maintained a high level of positivity, started from zero, and closed 30 transactions in his first year!
Click the flash-player below to listen now:
- Guy experienced plenty of negative talk from those around him and himself
- Don’t tell too many people about what you are doing because that opens the door for negative input
- Ignore people unless they have something of value to give you
- Everyone has a script whether they are aware of it or not; make your script your own
- There are only 4-10 objections, you will just hear them phrased a thousand different ways
- The motivation on the call should be to get an appointment, not to get a listing, so there should be no objections
- 87% of real estate agents quit within their first 2 years in the industry
- Preparation and commitment are the best ways to make it through the exhaustion and rejection that come with being an agent
- You need to find something that will push you through those rough times
- Cold calling for sales by owner is one of Guy’s greatest weapons when growing his business
- No matter how much success you find, there will always be those calls where you fall flat on your face
- People will like you if you can be genuinely excited and differentiate yourself from all the other agents
- Make it about them and show what you can do to help solve their pain points
- Think long-game when you decide what strategy you want to utilize; don’t pivot multiple times in a month
- Establish an effective CRM or follow-up process to make sure you don’t lose potential clients who just aren’t ready right now
- Consistency is key when it comes to following up; stay top of mind and eventually they will come to you
- Build a relationship with these potential clients and that effort will only benefit you in the future
- Common objections that Guy hears regularly
- How to deal with people who are stalling by asking the right questions
- Make sure they know that your intentions are only good and avoid the scarcity mindset
- Surround yourself with people that know how to market and leverage their presence to get more opportunities
- Utilize REDX and Facebook ads to market your services on your own
- Family and friends are sometimes terrible resources for leads
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3 Key Points:
- Only take advice from top performers and don’t let negative outside influence dictate the outcome. Most people have no idea what they are talking about.
- If you can stay consistent and your script is good, it’s only a matter of time before cold calling for sales by owners will pay off.
- In reality, there are only a handful of sales objections that you are going to run into, you’ll just hear them in a thousand different ways. Prepare yourself for those objections.
- “I don’t think there are really weekends in real estate.” – Guy Migues
- “Do what you’re doing but don’t tell anybody. You don’t want them to know.” – Guy Migues
- “Whoever is asking the questions is leading the conversation. If you have the client drilling you with questions, you’re going to fall off eventually.” – Guy Migues
- “Move right past excited to committed…find you something that will push you through those frustrated, challenging, and exhausting times.” – Guy Migues
- “The key is in the follow-up; that’s where the money’s at.” – Guy Migues